Buyer: the office manager or physician-owner of a one-to-five-provider practice. List of fifty in driving distance. Friendliest specialties per operator consensus: behavioral and mental health, physical and occupational therapy, speech therapy, small primary care, chiropractic. Trigger events to flag: a biller's departure (job postings for billers), an EHR migration, visible aging receivables.
| # | Practice | Specialty | Office manager (name) | Trigger event? | Warm path? |
|---|---|---|---|---|---|
| 1 | |||||
| 2 | |||||
| 3 | |||||
| 4 | |||||
| 5 | |||||
| 6 | |||||
| 7 | |||||
| 8 |
Continue on copies. A practice with a trigger has a problem dated this quarter; a practice without one has a problem dated someday.
| Practice | Date | Contact | Channel (warm ask / coffee / cold call / event) | Outcome / objection | Next step + date |
|---|---|---|---|---|---|
Cold calls: ten a week from week six, mornings before the patient rush or after lunch, ask for the office manager by role, expect voicemail. Before your first case study, cold volume is for learning every objection.
"Thanks for taking my call. I run a billing service for small practices in . I'm not going to pitch you on switching anything today. I help practices find what their claims are quietly costing them, denied claims, old receivables, things that sit because nobody has time to call the payer. Would it be useful if I looked at your last ninety days of claim activity and gave you a one-page summary? If you like what you see, we can talk about the ongoing piece. If not, you keep the page."
Adjust the words; keep the structure: who you help, a specific pain, a small reversible yes.
"The business is new. I'm not. I've spent training on , I've done , and I'm pricing my first clients accordingly."
Office managers have excellent radar for padding. Truth plus structure beats invented confidence every time.
"Who do you know running a small practice that complains about insurance? I'd love an introduction."